Most Read
Most E-mailed
E-mail Article
Print Article
Thirty percent of leads that remodelers think are “dead” are actually willing customers.
In today’s economy, the focus should be getting those leads back into your selling process. In order to find out where your leads are going, you must make a simple, but straight forward lead map.
A lead map is a diagram of the path your leads take through your company — from potential customers calling for information, (an inquiry), all the way through scheduling, sales, production and finally, satisfaction reporting.
Lead maps are vital to companies looking to create more business through their current marketing efforts. The two most critical questions to ask while creating your own lead map are: What happens when the desired outcome is not reached? And, do my office procedures support getting people back into the sales system?
Simple lead maps are often the most effective in terms of immediate results. We have learned that 50 percent of lost opportunities tend to occur during scheduling.
Here’s how you get your map started. Keep track of each lead that goes though your company for one month. Keep notes on the path each lead takes through your selling system and ask a number of important questions along the way.
- What was the source of the lead?
- How many calls did it take to schedule a demonstration?
- What information was taken and what scripts where used?
- How many days elapsed until a demonstration was scheduled?
- Was a full presentation made on the scheduled date?
- Was a sale made?
- How much did you make?
- Did the job hit the targeted level of profitability?
- Lastly, what are some solutions to the problems you uncovered?
